Peace of mind may be hard to define, but you know it when you experience it. I believe it’s the hidden benefit that everyone wants when buying. Think about a purchase you’ve made that gave you peace of mind. Maybe…
What is the most persuasive communication style in sales? How to you draw your prospects in and keep their attention during sales calls and presentations? Jeb Blount answers these questions and more on this Sales Gravy podcast episode when he…
Are you struggling with employee discipline in your office? People challenges occur most often because there is a lack of structure and understanding of the company goals. How many times do you hear something like: "Boy, if I could only…
Today, having a flight plan, or what is called an integrated marketing plan, that unites many of the actions mentioned earlier is no longer an option, but a necessity. Imagine this first business day after Super Bowl Sunday you are…
A professional actor would never walk out onto a stage without warming up their instrument to make sure they are communicating at their best. What is your most powerful sales tool? Your website? Video brochure? Multi-media presentation in 3-D? While…
Have you ever noticed that the speakers/presenters who capture your attention the best are storytellers? Everyone loves a story! Spotlight, the Oscar winner for Best Original Screenplay in 2016, proved yet again that a good story told well can pay…
I’m not ready to just toss voice mail out into the sales-o-sphere — there’s still hope and opportunity for it to hold a prime spot in the sales mix. But that will require a few changes! Remember the days when…
Want to build rapport quickly and get people to like you more? Notice, and bring up similarities. You can easily find out some useful info on a person’s LinkedIn profile or company bio if it’s on their site. I came across…
Take time to think about your own listening skills and how they contribute to, or dilute, your personal sales effectiveness. I lost my voice in 2012. The combination of a viral infection and an over-ambitious speaking schedule resulted in swollen…
Many sales managers don’t like having the difficult conversations---who does? But as a leader, it is part of your role. You’re a top sales producer that has been rewarded with a promotion to sales manager. You’re excited about the opportunity…
What one reads is different than the words written. Quite often the message we wish to send people isn't actually the message that is received. What was meant to come across as good sometimes turns to bad, and conversely so.…
Communication is always tricky. There are so many ways a conversation can be misinterpreted by either party. Both people in a conversation have expectations and objectives. “Buyers are liars…” I hear this a lot and I used to say it…